"I guess you're right, at that," agreed Charlie; "but the outsider often gets a different slant on things from the fellow who is continually on the job. But that's neither here nor there," and he waved his hand as if to brush aside the discussion. "The point is that Fred and I went to Detroit together and studied the automobile business from the distribution end, and, of course, we also learned how they are made. We then looked into the accessories, and found out quite a lot about selling them. Then we decided we wanted retail-store experience, particularly in hardware. So Fred has been studying the practical side of retail-store management in his dad's office, while I have been studying it in yours."
"Do you think that's quite fair?" I said indignantly, "for you and Fred Barlow to use his father and me as suckers?"
"Don't get vexed," he said quietly, "until you know the reason for our actions." Then he continued, "I don't think you have any cause to complain at what I've done for you, Dawson. I think I've been worth my eight dollars a week."
"Of course you have. Forgive me."
"Here's the idea," he resumed. "The hardware stores of the country are at last waking up to the fact that automobile accessories are logically a department of the hardware store. We feel, however, that the garage itself is a logical department of the hardware store. The hardware store in the past has lost several lines which ought to belong to it. Look at the number of hardware lines the drug stores sell, and the department stores also. If the hardware stores had been on the job it would have been impossible to have bought a bicycle anywhere than at a hardware store.
"Now, we have to admit that, of late, the hardware repair shop has not been a flourishing, profitable department. In fact, many hardware stores have eliminated it, sending outside such odd jobs as must be done. We believed—in fact, we still believe, that the hardware store of the town should also be the leading garage of the town, and that the garage is the natural development of the tin shop. Many hardware stores are selling gasoline, and, as you know, automobile accessories are becoming quite common in a hardware store.
"If we had a garage adjacent to our hardware store," he continued, "we could not only supply a man with accessories, but attach them to his car. If a man has a breakdown, we are in a position to repair his car, and then exercise our selling ability to sell him accessories.
"Just look at the average garage! Did you ever know of a garage man who made a display of accessories? If the present garagemen were on to the job they could put the hardware man out of business, so far as accessories are concerned." Here Charlie paused for a minute, and then added: "Except, perhaps, in the larger cities.
"As you know, my dad has quite a little money, and he is willing to set me up in business. Fred Barlow's dad has a little money, also."
I smiled at this, because it was known all over town that old man Barlow was one of our wealthiest citizens.